Thackwray Logistics / BG-Demo – Check In
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Thackwray Logistics · 26 May 2026 12:30
Steven Holroyd, Finance Director, welcomed the jump in users beyond one analyst but wants hours saved he can put to the board. He does not renew on autopilot and deferred any Finance rollout.
What was said
What this says
As at Fri 9 Oct 2026Steven Holroyd, Finance Director, welcomed the jump in users beyond one analyst but wants hours saved he can put to the board. He does not renew on autopilot and deferred any Finance rollout.
What happened: Amara Obi reported average daily users in the mid-thirties, well over three times the previous quarter. Steven asked who the users were and was told they are mostly client managers, not just Josh.
Customer view: Steven wants a saving he can say to the board. He rejected "a chunk of the week" as not a figure and accepted a two-week timing exercise with the client managers.
Commercial: The Enterprise order form and invoices both show £110k, with nothing overdue. The term runs to 3 Apr 2027 and renews on 4 Apr 2027. Steven wants the renewal sent in good time.
Watch: Steven would not commit to Finance as a new team and asked to be asked again at the next check-in.
Themes
As at Fri 9 Oct 2026Theme
Usage growth, value case
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Amara to write to the client managers this week, copying Steven, about timing their reconciliation for a fortnight.
- Amara to email Steven a usage chart after the call.
- Amara to bring the renewal well ahead of the notice period with the usage picture and any savings figure.
Risks
As at Fri 9 Oct 2026- No quantified saving yet, and the Finance Director needs a figure for the board before he renews.
- Steven says he does not renew on autopilot, so the 4 Apr 2027 renewal depends on the value case.
Opportunities
As at Fri 9 Oct 2026- Finance as a further team on the Enterprise tier, to be revisited at the next check-in.
- A timed reconciliation exercise could give hours that Steven can cost.
Transcript
Amara ObiHello, Steven, can you hear me all right?
Steven HolroydI can. Afternoon. You're a bit quiet, mind.- Amara ObiLet me sort my headset. Is that better?
- Steven HolroydAye, that's better.
- Amara ObiLovely. Thanks for making time over lunch. I know your diary's tight. I'll keep this short and useful, and I'd like to hear what good looks like for you for the rest of this quarter.
- Steven HolroydBefore that. Who's using it? That's what I want to know first.
- Amara ObiRight, so here's what the numbers say. Average daily users over the last thirty days are in the mid-thirties. Compared with the previous quarter that's well over three times as many people. It's the biggest jump on the account since I picked it up.
- Steven HolroydThree times. Out of how many?
- Amara ObiYou're licensed for 150, so there's plenty of room. We're nowhere near the ceiling. The point is more that it's gone from a handful of people to a proper working group.
- Steven HolroydMm. And who are they? Not just Josh poking about.
- Amara ObiNo, not just Josh. It's mostly the client managers now. They're the ones pulling up each brand's orders and returns tickets together before service reviews. Josh is still the admin, but he's not the main user any more.
- Steven HolroydGood. That's what we bought it for. I didn't want it sat with one analyst.
- Amara ObiAgreed. And that's a risk I'd flag if it were the other way round, one person asking all the questions. It's spread out nicely at the moment.
- Steven HolroydWhat's it saving us, then? I need to be able to say that to the board, not just that people logged in.
- Amara ObiFair. I'd rather not hand you a number I can't stand behind. What I can say is that the client managers told me they used to spend a chunk of the week reconciling the orders system against the returns tickets by hand before each service review. They're asking the brain instead.
- Steven HolroydChunk of the week. That's not a figure.
- Amara ObiNo, it isn't, and I'm not going to pretend it is. What I'd suggest is we ask two or three of them to time it properly for a fortnight, and then you've got hours you can put a cost on. I can set that up.
- Steven HolroydAye, do that. Hours I can work with.
- Amara ObiDone. I'll write to the client managers this week and copy you in so you can see I've asked.
- Steven HolroydRight. Tickets. Anything I should be worried about?
- Amara ObiVery quiet, which is what you want. One ticket in the last thirty days, nothing urgent, and nothing high priority. Josh got an answer back well within what you're entitled to.
- Steven HolroydGood. And the invoice. Nothing outstanding on our side?
- Amara ObiNothing overdue. It's £110,000 a year on the order form and £110,000 invoiced, so those match. No surprises there.
- Steven HolroydGood. I don't like surprises on an invoice.
- Amara ObiSo I've heard. Which brings me to the renewal. Your contract runs to 3 Apr 2027 and renews on 4 Apr 2027. I know it feels a long way off.
- Steven HolroydIt is a long way off. Send me the renewal in good time though. I don't renew on autopilot.
- Amara ObiUnderstood. I'll come to you well ahead of the notice period, with the usage picture and whatever savings figure we've managed to pin down. That way you're deciding on evidence, not on a form arriving.
- Steven HolroydThat's all I ask.
- Amara ObiOne more thing, and then I'll let you go. Who else should have access? You've got a lot of headroom, and the client managers are clearly getting value. Is there another team that would benefit? Finance, say?
- Steven HolroydFinance. Hmm. Maybe. I'd want to see it earn its keep with the people who've got it now first. Ask me again at the next one.
- Amara ObiFair enough. I won't push. I'll just put it in the notes so we revisit it.
- Steven HolroydAye. Anything else from you?
- Amara ObiNo, that's it. So, next steps: I write to the client managers about timing their reconciliation, and I'll send you a usage chart by email after this. Then we get the next check-in in the diary.
- Steven HolroydGrand. Thanks, Amara.
- Amara ObiThanks, Steven. Enjoy the rest of your day. Speak soon.
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